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Posts:

• A Clear Path to New Revenues
• Services With a Smile
• Assessments Without the Angst
• Xerox’s Ursula Burns Discusses the Future of Documents
• The Value Proposition
• Which Partner Program is Best?
• Getting into WorkFlow
• The Future of Managed Print
• The Channel Strikes it Rich with Managed Services
• CRN Takes a Close Look at ConnectKey
• Clouds Help MPS Soar
• MPS Meets Power Management
• What do you suggest we do for our existing copier reps in terms of commissions on managed print services contracts? How should we pay them? We already have managed print services specialists and we pay them well. But how should we go about paying out traditional copier reps for the MPS deals they bring in?
• Time to Think About Team Building
• There is a great deal of new hardware coming out from all the OEMs – most are touted as “MPS Ready” devices. Is there really such a thing as an MPS Ready copier?
• Go With the Workflow
• Next-Gen MFPs Offer Upselling Opportunities
• How to Hire Professionals to Sell Managed Print
• How to Profit From the MPS Market’s Continued Growth
• The Channel Starts to Weigh-In on XPPS
• Managed Print Services and the Cloud
• MPS Fundamentals Part 4: Pay Your Sales Reps Differently
• MPS Partner Programs Continue to Evolve
• MPS Fundamentals Part 3: It’s Time to Combine Printers and Copiers
• Hardware and Managed Print Services: Our Leap of Faith
• I am just starting out as a managed print services specialist with a traditional copier dealer. What advice do you have for me on how to engage the team of copier salespeople? How can I get them to invite me into their accounts and talk about MPS?
• MPS Fundamentals Part 2: How to Evolve From Cartridges to Clicks
• Managed Print Services Made Easy
• MPS Fundamentals Part 1: Taking Stock of Where We Stand in 2013
• What are your thoughts on what I consider the single biggest issue I need to know more about when selling MPS – how the heck do I get multiple departments within a single environment to cooperate, collaborate and communicate, when implementing an MPS engagement?
• Success Through Specialization
• More Reasons to Focus on Security
• A New Way to Attract Additional Prospects
• Think Like a Customer
• Be Creative with Compensation Plans
• When to Walk Away From a Prospect
• Don’t Forget the People Component of Managed Print
• It Takes Talent to Sell Services
• How to Sell Supplies Replenishment Solutions
• 4 Ways to Give Your MPS Business a Tune Up
• Stay Attuned to New MPS Opportunities
• ‘Consultative Selling’ Takes a Commitment to Training
• How to Stamp Out Any Lingering Confusion About MPS
• It’s Time to Call Yourself an ‘Information Professional’
• Here’s Where the Biggest Security Gaps Will Be in 2013
• Capitalize on the Fundamental Changes Happening in IT Departments
• How to Take MPS to the Next Level
• Sales Training: What You Need, Where to Find It
• Build on Success: How to Use Existing Customers to Generate New Business
• We’re making the move into managed print services, and we’ve gotten a lot of manual processes established. Now we want to install some MPS software. Which remote monitoring/MPS software do you think is the best and what more can I do with it, beside collect meter readings?
• 3 Technology Trends to Watch in 2013
• 5 Keys to MPS Success You Can Use Today
• Sell Smarter to Accelerate MPS Profits
• Win By Diversifying Your Client Portfolio
• SMBs Open Their Checkbooks for Technology and Services
• See What it Takes to Lead in Multifunction and Single-Purpose Printers
• What’s the future of Managed Print Services? Workflow.
• What Can You do in 2013?
• MSP Pro Reveals His Secrets
• What to Look for in an MPS Partner Program
• 5 Reasons to Change Your Ideas About MFPs
• Xerox eConcierge Adds New Capabilities
• What Lies Beyond Managed Print Services?
• How to Gather the Data You Need to Sell More Managed Print Contracts
• Don’t Miss Out on Mobile Opportunities
• Borderless MPS
• How to Leverage Xerox PagePack for New Profits
• Of Glass and Cloud
• I’m a longtime reader, but a first-time questioner. I hear a lot about moving from managed print services to managed network services. I’ve been running a managed print services practice for the last four years, and I’m wondering whether I should be expanding in managed services? How much profit is in this segment, what internal changes should I make and should I be looking for an outside partner? Do you have any suggestions?
• Happy “Managed Print Services” Holidays
• See Your Future, Be Your Future
• Process—More Than Marks on Paper
• My question is on the definition of managed print services from the MPSA [Managed Print Services Association). It reads: “The active management and optimization of document output devices and related business process.” I guess as a copier vendor all of us are doing the “management of document output devices” part. The value-add I see here is the active management and optimization of related business process. It would be great if you can elaborate on the points.
• Another Reason to Dive into Mobile Apps
• Why Now’s the Time to Cash In on Document Management and Workflow Systems
• MFP Security From The Inside Out
• A New Look at Hardware
• Here’s Help For Strategic Planning In The New Year
• Know What Prospects Will Ask Before You Make Your Pitch
• Checklists For Success: How To Succeed With Managed Print
• More on the Meaning of MPS
• 7 Reasons To Double Down On Managed Print
• Large vs. Small—Why Account Size Matters
• The Channel Picks the Top OEM For MFPs and Printers
• How Do You Define MPS?
• Auditing Tools—Why They’re Essential for MPS Success
• Latest Brand Research Shows Who’s On Top For MPS
• How to be Top Dog in a Dog-Eat-Dog World
• Is it Too Quiet Out There? Try These 4 Secrets for Expanding MPS Sales
• Are There Any Shortcuts for Assessments?
• Are You Experienced?
• Take the Risk Out of Page-Coverage Estimates
• Services Continue to Shine
• Get the Inside Scoop on Security
• How to Rise Above the Competition in Managed Print Services
• Profit By Taking the Hassle Out of Mobile Printing
• A New Direction for Managed Print Services
• Remember to Translate Printer Features into SMB Benefits
• What is the best practice approach when it comes to calculating the cost per page for an MPS opportunity? I am unhappy with the “guess the coverage, Mr. Customer” approach, and any suggestions are gratefully received. By the way, we have print audit software in place that allows us to meter device usage and consumables.
• Ignore Social Media at Your Peril
• Why Paper Remains a Good Bet
• Cash In on Mobile Printing
• Make Security Part of Your MPS Sales Message
• Are You Missing the Boat With Social Media?
• Another Reason to Love the SMB Market
• Why Bigger Isn’t Always Better with Managed Print
• Get Ready for the ‘FrankenPrinter’
• Thank Goodness: SMBs Are Still Addicted to Paper
• Xerox’s Blodgett: The Future is in Managed Print
• Action! How Videos Can Ramp Up MPS Sales
• My sales staff has been used to selling hardware, so getting them to focus on selling services has been difficult. They think the sales cycles are too long and they don’t understand the concept of recurring revenues vs. closing a deal and getting a big commission. What incentives can I offer to get them fired up about managed print services?
• Helping Customers Seal Security Threats is Good Business
• Eyeing New Opportunities
• Why One IT VAR Doubled Down on Supplies
• Accelerate Your Partnership Relationships
• What’s the Key to Becoming an ‘Overnight Success?’ Answer: A Lot of Long Hours
• A New Marketing Device?
• Selling Today
• What’s Your Long-Term Digital Information Strategy?
• How Often Do You Evaluate Your Partners?
• Marketing 2.0: Why Video is Great for Selling MPS
• We’re looking for an infrastructure program. We want to partner with somebody who will fulfill the toner for our MPS operations. Should we look for a toner provider that bills by toner or by image?
• Tailor MPS Messages for Specific Vertical Markets
• New Ammunition for Selling Security
• Check Yourself Before You Wreck Yourself
• You’ve Got Questions? Greg Has Answers.
• The Most Important Person on Your MPS Super Team
• 4 Secrets for Expanding MPS Sales
• The Dawn of the Document 3.0 Era
• The Next Disruption
• SPIF Up Sales Incentives
• “I’ve heard that qualification is the most important step in the selling cycle for managed print services. But what exactly does this mean when it comes to MPS?”
• Vertical Markets—Where to Find the Biggest Opportunities
• Assessment Angst, Part II
• Ongoing Angst Over Assessments
• How Well Do Your Vendor Partners Listen?
• The King
• The Majordomo – Your Business Depends on This Player
• SuperTeam Member, Part 4: The Master Mechanic
• The End of Printing as We Know IT?
• How to Make Social Media Work for MPS
• SuperTeam Member, Part 3: The Knight
• The Talent Gap in MPS
• How the Right Partner Program Fuels New Profits
• SuperTeam Member, Part 2: The Face
• High-Value Revenues
• SuperTeam Member, Part 1: The Hub
• How to Set the Table for Managed Print Services
• Talent Search
• “All of my assessments take too long to complete and extend my sales cycle beyond 90 days. How can I shorten the assessment process?”
• Visibility is Key to Selling Supplies
• Sales Incentives That Make Sense
• Sales Incentives That Make Sense
• Tips for Building a New Revenue Stream
• A Key to Success with PagePack
• Assessments: Always Important, Not Always Easy
• When it Comes to Managed Print Sales Incentives, Money Talks
• Learn From the Experts
• Managed Print Services Education
• Tex-Mex Printers
• How to Become a Trusted Advisor
• Learn From a Leader
• Now’s the Time for Managed Print
• Build a SuperTeam for MPS
• Forrester Issues a Warning for Enterprises That Haven’t Adopted MPS
• New to Managed Print? Here’s What Your Tech Staff Needs to Know
• The Status of Managed Print Services
• The Case for Managed Print
• Fun Facts
• Two Views of Invoicing
• Why Xerox?
• SMBs Are Fueling MPS Growth This Year
• The Realities of Selling to IT Pros
• Imaging and IT: We Are One
• Upselling Opportunities—Don’t Leave Money on the Table
• Don’t Overlook Training When Evaluating MPS Programs
• An MSP Reveals Its Secrets for Success With Xerox eConcierge
• Multivendor Coverage is Key to MPS Success
• IDC Releases Its Latest MPS Rankings
• The Remote Monitoring Opportunity
• Attract New Clients with Xerox eConcierge
• Government Cutbacks Mean Business Opportunities
• A New Kind of Sales Person
• How MSPs Can Leverage PagePack for New Profits
• A Competitive Differentiator
• Open the Right Lines of Communications
• The Eyes to See
• New Blood: High-Impact Professionals Can Boost MPS Sales
• Overcoming Ignorance
• Succeed With Successes
• Cash In on Automated Supplies Replenishment
• Managed Print and Security, Part 2
• Managed Print and Security, Part 1
• Straight to the Top: How to Reach MPS Decision Makers
• Embrace Print Diversity
• Managed Print Services vs. Managed Services
• Managed Print and Managed Services: Find Your Way
• Showtime Planning
• A Perfect Revenue Storm
• Another Way to Exploit Clouds
• Prospects You Can Count On
• An MSP’s Guide to MPS: How to Make the Business Case
• Language Lessons
• A Cheat Sheet for Consumables Sales
• Hedge Your Bets
• Look at Everything
• How to Overcome Managed Print Challenges, Part 2
• Automated Profits
• Myth-Busters
• The Choice is Ours
• Keep Talking
• Printer Police
• Document Management? Really?
• Take a ‘Lite’ Approach To Assessments
• Crossing the Lines
• MSPs Ignore Managed Print at Their Peril
• Supplies Sales—A New Strategic Weapon
• Get Ready For Increased Competition
• Independent Study Shows Who Leads in Managed Print
• Keep Alert for Unexpected Opportunities
• The Ride Along
• Six Managed Print Sales Boosters
• Bolster Revenue With New Supplies Sales
• Closing the Sale is Just the Beginning
• Managed Print: What to Watch For in 2012
• Some Headaches Just Won’t Go Away
• What’s the Most Important MPS Sale? Your Own Sales Staff
• Xerox eConcierge: An On-Ramp To Managed Print
• Conversation is King
• Will You Grow or Contract in 2012?
• Top VAR Explains How Xerox eConcierge Boosts Revenues
• Why Managed Print is a ‘Huge Opportunity’ for MSPs
• How to Overcome Managed Print Challenges, Part 1
• Old-School Communications Still Deliver Prospects
• Develop a Staff of Problem Solvers
• Don’t Overlook SMBs
• A Battle Plan for Assessments
• People Power
• Lessons for the New Year
• Top Managed Print Challenges and How to Overcome Them
• Sales Calls Aren’t One-Size-Fits-All
• Vertical Strategies
• Help for Administering MPS Contracts
• Market Overview for Managed Print Services
• Customer Relationship Dynamics
• Optimizing Managed Print Sales
• Who Is Your Ideal Managed Print Customer?
• Is Your Sales Staff Ready for Managed Print?
• Xerox’s Paul Herman: So How Does PagePack 3.0 Help?
• Customers Need Help Managing Their Printers
• An On Ramp to MPS Conversations
• Take the Xerox Challenge
• The Xerox Solid Ink System — Close-Up
• The 30-30 Value Proposition
• What’s Under My Hood?
• IT VAR Explains How it Succeeds with Managed Print
• An MSP Sounds Off on Managed Print
• Close-up and Profitable
• Managed Print with a Partner Who Cares
• Overcoming the Unexpected
• Controlling Printing Costs: Yes You Can
• What Recession? Managed Print Stands Strong
• The Managed Print Market is Wide Open
• Jim Salzer, PagePack 3.0 Program Mentor
• Print VARs Discuss PagePack 3.0
• VARs Talk: PagePack 3.0
• Xerox’s Paul Herman: PagePack 3.0′s Main Components
• Avoiding Managed Print Contract Pitfalls: Getting Coverage Right
• Avoiding Managed Print Contract Pitfalls: Trouble-Free Toner
• Customers Want Cost Savings? Asset Optimization Is The Answer
• Leveraging What Matters: Partner Programs And Free Marketing Tools — Part 1
• Leveraging What Matters: Partner Programs And Free Marketing Tools–Part 2
• One MPS Provider’s Story
• Getting Started In Managed Services
• The Win-Win Cost Equation of Managed Print
• What’s The Market Opportunity In Managed Print Services?
• Miles Per Gallon = MPS?
• The ROI of Managed Services
• The Green Machine
• Cost-Per-Page Made Easy
• What is business transformation?
• Business value of MFPs
• Technology cross-selling
• VARs Learn How to Leverage Xerox eConcierge for New Revenues
• Business Transformation Study – March 2010 – Taking the First Step in Managed Print
• Taking The First Step in Managed Print
• Managed Print: Real-World Insight and Feedback
• 4 Managed Print Obstacles and How to Overcome Them
• Cash In on the ‘Ripple Effects’ of Managed Print
• Managed-Print Pioneer Has Advice for Smoothing the Transition
• How to Add Print to Your MSP Portfolio
• Move Customers From Consideration to Commitment
• How to Avoid Toner-Coverage ‘Gotchas’
• Xerox Managed Print and Supplies Replenishment (PDF)
• Don’t Sell Yourself Short When Quoting Managed Print Prices
• How to Build a Successful Go-to-Market Strategy
• Preparation is Key to Selling Managed Print Solutions
• State of Managed Print – A Reality Check
• Xerox eConcierge™ Builds a Bridge to Managed Print Services
• New Xerox eConcierge™ Software Helps You in Two Ways, for Two Types of Customers
• Managed Print Trend Watch: Xerox eConcierge™ Has Arrived
• Managed Print Focus: Inside the Heads of SMB Customers
• The Managed Print Opportunity in Small and Medium-Sized Businesses
• The Art of the Managed Print Deal
• Close Touch With Partners Like You
• Customer Targeting For Managed Print Sales
• The Best Managed Print Quotes of 2010
• Managed Print 2010 – A Quick Review
• Sales Strategy Case Study: Taking The Managed Print High Road
• Sales Strategy Variation: Managed Print Services Matures and Forges Change in Sales Tactics
• If You Could Tell a Friend One Thing About Managed Print
• Field Study Hard Look: Make a Customer Aware of Costs, Make Them a Customer for Life
• Field Study: Knowing What Customers Want, Then Closing Managed Print Sales
• Field Study Hard Look: MSPs See Managed Print Ready for Prime Time
• Business Transformation Field Study — The Truth About Labor: Advantage, You.
• Business Transformation Field Study — Managed Print: What Customers Want
• Business Transformation Field Study — PagePack Basics
• Your Business, and Managed Print 3.0
• Managed Print Master Class
• Quoting and Marketing Managed Print Services
• Advancing Your Managed Print Business
• Managed Print Problem Solving – What You Need to Know
• Real-World Insight, and Feedback
• The First 100 Days, a Managed Print Playbook
• Taking the First Step in Managed Print
• Why Managed Print Makes Sense Now
• Why Managed Print Makes Sense Now
• Top 5 Managed Print Take-Aways Of 2009
• More Print Quotes Lead to Greater Profits
• A Solid Sales And Marketing Strategy
• Market Shift Increasingly Favors Managed Print
• Green Has Always Been More Than Just a Color to Xerox
• The Managed Print Power Play – PagePack 3.0
• Xerox Hits the Road to Rally Partners Around Managed Print
• The Top 5 Per-Page Print Contract Follies & How to Avoid Them
• Growth Game Plan: Asset Optimization Vs. Consolidation
• How To Get The Most From Print Partner Programs
• Four Keys to Selling MPS In Tough Economic Times
• Three Good Reasons To Add Leasing To Your Managed Services Mix
• New Pricing Strategy Protects Color Printer Margins
• Printer Harmony: Balanced Deployments Boost Bottom Lines
• The Gift That Keeps Giving, Part 2
• Social Media and Managed Print
• The Gift That Keeps Giving, Part 1
• Talk Managed Services not Managed Print Services
• Longer MPS Sales Cycles Pay Off in the End
• Small Steps Yield Big Rewards
• Common Problems with MpS
• Custom Features Give MFPs Added Sizzle
• Service And Support: The Gifts That Keep Giving
• An Easy Way to Cultivate ‘Stickiness’
• MPS ‘Gotchas,’ Part 2
• The Managed Print Market is Wide Open
• Hammer Home Your Message
• Don’t Look for Shortcuts with MPS
• Avoid the 5 Percent Trap
• Partners Weigh In On Xerox eConcierge
• Push Beyond Your Comfort Zone
• A Foundation for Recurring Revenue
• Go With What You Know
• Good News in a Troubled Economy
• Skeletons in the Closet
• Qualification is Key
• Trust Trumps Fear
• Focus and Vision
• Stay on Message
• Can MPS Survive More Economic Chaos?
• Greg Walters is a Sellout
• Hello, World
• 3 Ways to Soften Hard-Core Skeptics
• Accelerate Managed Print Sales
• What The Numbers Really Mean